books about: salespeople

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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Mike Weinberg

AMACOM, 2012

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. "New Sales. Simplified." is the answer. You'll learn how to: identify a strategic, finite, workable list of genuine ...


The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You ...
Chris Lytle

AMACOM, 2000

"Author Chris Lytle had modest career aspirations. He merely wanted to be the next Walter Cronkite. But instead of being offered a job in the newsroom, he was offered a job in the sales department. He took the sales job and became an "accidental salesperson." Most people don't choose sales as a career. Sales chooses them - and they end up wondering how to make the most of a profession they were never prepared for. They don't have to wonder ...


Selling Fearlessly: A Master Salesman's Secrets For the One-Call-Close Salesperson
Robert Terson

Winthrop & Foster Publishing, 2012

Sales books are ubiquitous, but Selling Fearlessly: A Master Salesman's Secrets for the One-Call-Close Salesperson , although beneficial to all salespeople, specifically targets the one-call-close simple-sale salesperson; addresses all the elements of selling; and spotlights the paralyzing fear factor that 80% of the 16,000,000 salespeople in the United States, who only do 20% of the business, must face every time they make a call or give a ...


How Cohesive is your Company?: A Leadership Parable - Top-notch business performance is impossible until you ...
Ravi Gopaldas Kathuria

SeemaCorp, 2012

How Cohesive is your Company?   Do your company's executives and employees truly appreciate the passion and purpose behind the company?  Do your company's management philosophies and strategies leave room for ambiguity? Are employees oblivious of the strategy? Do the teams clearly define the work processes to ensure flawless coordination? Do they update the work processes to reflect the ever-changing strategies? Are internal politics ...


Hire Right, Higher Profits: The Executive's Guide to Building a World-Class Sales Force
Lee B. Salz

CreateSpace Independent Publishing Platform, 2014

Hired and fired... It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire ...


Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History)
Patrick Henry Hansen

Brave Publishing Inc, 2012

Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's counter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter ...


Take the Cold Out of Cold Calling
Sam Richter

Beaver's Pond Press, 2009

IMPORTANT NOTE: This book is now in its 11th Edition, published August, 2014 , and the content has been updated to accurately reflect current search techniques and websites." SALES BOOK OF THE YEAR AWARD WINNER as selected by the 1,500 Member Companies of AA-ISP If information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and ...


The Knack: How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up
Norm Brodsky, Bo Burlingham

Portfolio Hardcover, 2008

Two of Inc . magazine?s hugely popular columnists show how small-business people can deal with all kinds of tricky situations . People starting out in business tend to seek step-by-step formulas or specific rules, but in reality there are no magic bullets. Rather, says veteran entrepreneur Norm Brodsky, there?s a mentality that helps street-smart people solve problems and pursue opportunities as they arise. He calls it ?the knack,? and it has ...


SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
Jill Konrath

Portfolio Hardcover, 2010

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally ...


Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Art Sobczak

Wiley, 2013

Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Callin g has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition , it offers even smarter tips and techniques for prospecting new ...


The DNA Selling Method: Strategies For Modern-Day Sales People in the From Great Moments in History ...
Patrick Henry Hansen

Brave Publishing, 2012

Patrick Henry Hansen's The DNASelling Method draws on some of history's most compelling moments to teach modern selling principles--Julius Caesar's conquest of Gaul, Watson and Crick's discovery of the DNA double helix, Joshua Chamberlain's call for bayonets at the battle of Gettysburg, and more. Beginning each chapter with a captivating historical event, The DNASelling Method both informs and entertains.  Systematic Approach to Prevent ...


Get More Referrals Now!
Bill Cates

McGraw-Hill, 2004

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for ...


Power Prospecting: Cold Calling Strategies For Modern Day Sales People - Build a B2B Pipeline. ...
Patrick Henry Hansen

Brave Publishing Inc, 2012

Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments to teach modern prospecting principles--Aristotle's banishment from Plato's Academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from Blackfeet Indians, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Build a B2B pipeline, improve ...


Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World
Jill Konrath

Portfolio, 2014

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. ...


Unlimited Selling Power: How to Master Hypnotic Selling Skills
Donald Moine, Kenneth Lloyd

Prentice Hall Press, 1990

Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.


No B.S. Ruthless Management of People and Profits: No Holds Barred, Kick Butt, Take-No-Prisoners Guide to ...
Dan S. Kennedy

Entrepreneur Press, 2008

Here it is: no warm ‘n fuzzies, no academic theories—just hard-core strategies from real world trenches…the long-overdue management book no one but Dan Kennedy would dare to write. This is your permission slip to take back control of your business, enforce standards, manage for maximum profit and actually get performance from your people! Kennedy covers: • The true nature of employer-employee relationships: friendly while you feed them ...


The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur
Mary Kay Ash

Wiley, 2008

The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur is back in print and updated to reflect developments in today’s business environment for the modern entrepreneur. You will find inspiration and real, proven success principles that represents the forty-five year old success story of Mary Kay Ash, founder Mary Kay, Inc., the cosmetics company that provides women with unlimited opportunities for success. A foreword ...


Sales-Free Selling: The Death of Sales and the Rise of a New Methodology
Steve Fretzin

CreateSpace Independent Publishing Platform, 2013

If you sell professional services, you probably despise the negative perception that is oftentimes associated with the word “sales.” Coincidentally, the aggressive or salesy approaches that created this perception are now completely obsolete. The truth? No one likes to be sold. Sales-Free Selling explores the lives of three business professionals who are struggling to make it in a competitive and negatively charged environment where ...


Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball
Dave Kurlan

AuthorHouse, 2005

Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent ...


Kiss Theory Good Bye: Five Proven Ways to Get Extraordinary Results in Any Company
Bob Prosen

Gold Pen Publishing, 2006

KISS THEORY GOOD BYE NEW BUSINESS BOOK GIVES TEXTBOOK THEORY THE BIG KISS OFF! Business Expert Writes the Playbook on 'How To' Rapidly Increase Performance and Profit in Any Company. Bob Prosen cuts like a laser through the fog of political correctness and business-as-usual in his new book, Kiss Theory Good Bye: Five Proven Ways to Get Extraordinary Results in Any Company . Prosen says he's had enough of the business books that tell ...



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